Spend As Much Time On Existing Customers As Finding New Ones

One thing I have found over the years is the obsession many people have with focusing wholly on finding new customers. There needs to be a balance between finding new customers and keeping existing customers happy - remember, new customers cost money to find while existing customers are free, dont lose them!

Client referrals are gold dust if you can get them - in effect you are preaching to the converted. I have found it is also important to manage your client base properly as if you take on too many new customers this can mean spreading yourself too thinly and potentially losing some established customers if your levels of service drop. A delicate balance!